Insights for IT Negotiations

Microsoft may finally be preparing to launch Microsoft 365 E7, a long-rumored enterprise bundle that could reshape how organizations adopt AI, Copilot, and security tools. In this video, UpperEdge’s Adam Mansfield breaks down the rumors surrounding E7, including what might be included, potential pricing, and, most importantly, why Microsoft may be introducing it now. Adam explores how Microsoft co...

Workday’s Q4 earnings are out — but what do they really mean for customers? In this analysis, Shane Griffin, IT Sourcing & Commercial Advisory Practice Manager at UpperEdge, breaks down Workday’s financial performance, reduced 2027 guidance, stock volatility, and AI acquisition strategy — and translates it into practical implications for both existing and prospective customers. While revenue g...

Salesforce’s Q4 FY26 earnings revealed 10% annual growth and $41.5B in revenue — but the real story is Agentforce and the AI monetization plans Salesforce laid out. Adam Mansfield breaks down what Salesforce customers need to understand about: Agentforce ARR hitting $800M (up 169%) 29,000 Agentforce deals since launch 60%+ of Q4 bookings coming from existing customer expansion Flex credit consumpt...

Adam Mansfield of UpperEdge breaks down a critical but overlooked risk in today’s AI deals: token-based, credit-based, and usage-driven pricing models from vendors like OpenAI (ChatGPT), Anthropic Claude, Google Gemini, Salesforce Agentforce, ServiceNow, and Microsoft Copilot Studio. As organizations rapidly adopt generative AI platforms, many are locking into commercial constructs without fully u...

In this episode of Insights for IT Negotiations , AdamMansfield and Kylie Chisholm break down the top frustrations enterprise customers are facing with their SaaS vendors in 2026. From AI upsells and consumption-based pricing to surprise price increases and sales turnover, they explore why customers feel they are not getting full value. The conversation also highlights where organizations loseleve...

Is SaaS vendors really in trouble or is that narrative overblown? Adam Mansfield breaks down the growing concern over whether SaaS is dead. Drawing from real conversations with many SaaS customers, he explains why Salesforce, ServiceNow, Workday, SAP, and Oracle renewals aren’t disappearing anytime soon and thus confirms that SaaS is far from dead. While headlines, recent SaaS vendor earnings, spe...

Many organizations heading into their Microsoft EA renewal forget to account for a major negotiation lever: LinkedIn. In this discussion, Adam Mansfield explains why LinkedIn (Recruiter, Learning, Sales Navigator) should be strategically aligned with your broader Microsoft Enterprise Agreement (EA) renewal and possibly Azure and Unified Support as well. While LinkedIn products can’t simply be fold...

In this video, Adam Mansfield explains what CIOs, and their companies must do once their Microsoft negotiation is completed—especially after committing to Microsoft 365 E5 and increasing Microsoft 365 Copilot volume. Drawing from a recent client engagement, Adam outlines how to hold Microsoft accountable for promised feature usage and expected ROI, ensure adoption, and unlock real value through on...

Microsoft just reported Q2 earnings with strong revenue growth, accelerating cloud performance, and massive AI infrastructure investments—but margins are tightening. Copilot adoption and paid seat growth Azure acceleration and AI-driven infrastructure spend Microsoft 365 E5 and Copilot leverage in negotiations Why Microsoft needs customer growth more than ever How to use earnings data to regain co...

ServiceNow just reported Q4 FY25 earnings, and the numbers reveal critical leverage points for customers heading into renewals and new purchases. Adam Mansfield breaks down what was reported and what ServiceNow leadership said on the earnings call, along with his thoughts on how ServiceNow customers need to start planning for an even more aggressive push to get them to adopt and start using Servic...

What does it take to successfully navigate a massive ITtransformation without ending up in the headlines? In this episode of Insights for IT Negotiations , hosts John Belden and Kylie Chisholm are joined by UpperEdge Chief Advisory Officer Len Riley and OG&E’s Director of Technology Strategy, Kevin Lagge, to break down OG&E’s five-year SAP S/4HANA and RISE transformation journey. Kevin sha...

Enterprise AI vendors like OpenAI (ChatGPT), Anthropic (Claude), and Google (Gemini) are aggressively targeting enterprise customers—and they need your business. In this video, Adam Mansfield breaks down why enterprises must slow down, negotiate hard, and secure the right commitments before signing AI contracts with any of these vendors. Enterprises need to ensure the proper pricing is in place (u...

In this episode, Adam Mansfield shares unfiltered insight into what Microsoft customers actually want from Microsoft heading into 2026. Drawing on conversations with CIOs and senior business leaders, Adam explains growing frustration around forced upgrades, E5 and Copilot pressure, Azure commitments, and pricing tactics that prioritize vendor outcomes over customer value. This discussion focuses o...

In this video, Adam Mansfield shares grounded, real-world insights from ongoing conversations with Salesforce customers, analysts, and the investment community. He explains why aggressive pricing tactics and forced product strategies are undermining trust—and how Salesforce can instead accelerate growth by refocusing on customer value, transparency, and listening. From renewals and portfolio ratio...

Many organizations still focus heavily on SLA metrics like uptime and ticket closure rates, but those metrics alone do not create strong governance or long-term value. In this episode of Insights for IT Negotiations , Kylie Chisholm is joined by UpperEdge managed services experts Greg Hall and Ally Kuppens to discuss why the structure behind SLAs is often more important than the metrics themselves...

Microsoft has kicked off a rapid pricing and commercial-policy shift that will materially impact most enterprise renewals. First, Microsoft’s  volume discounting levels (B/C/D)  have effectively been removed (unless you have airtight renewal price protection language). Next, Microsoft announced  core SKU list price increases effective July 1, 2026 , with select “value add” features rolled into bun...

Salesforce just reported its Q3 FY26 earnings: $10.3B in Total Revenue, slowing growth in core clouds, and formidable ARR headlines for Agentforce and Data Cloud (Data 360). But what do these numbers actually mean for your next Salesforce deal? In this video, Adam Mansfield breaks down: Q3 FY26 results across all of Salesforce’s “clouds” (Sales, Service, Marketing, Commerce, MuleSoft, Slack…etc.)...

Salesforce is pushing Salesforce Foundations and Data 360 provisioning hard as “no-cost” offers — but the real story starts once you hit usage limits. In this video, Adam Mansfield breaks down what’s actually included, why Salesforce cares so much about getting this into your order form, and how you can protect your budget. You’ll learn: What comes with Salesforce Foundations (Einstein requests, A...

Many ServiceNow customers are being told Impact is “mandatory” to win discounts or concessions—especially around year-end renewals. In this video, Adam Mansfield explains how to negotiate lower Impact percentages, lock protections for the full term, preserve your right to drop Impact at renewal, and tie lower Impact costs to better underlying product pricing and AI/Now Assist packs. Learn how to h...

In this episode of Insights for IT Negotiations , hosts John Belden and Kylie Chisholm sit down with Jesse Webb, IT Director at SaskPower, to explore the story behind the utility’s highly successful SAP S/4HANA transformation. Jesse shares the lessons learned from SaskPower’s multi-year modernization journey, from managing vendor costs and internal resource capacity to building a cohesive cross-fu...

In this video, Adam dives into Microsoft’s FY26 Q1 earnings report, which exceeded expectations with strong revenue growth and significant advancements in their commercial and cloud sectors. He discusses the importance of strategic planning for renewals, especially given Microsoft’s impressive Cloud Revenue, and clear objectives Microsoft has made publicly known (including expanding ARPU through E...

Adam breaks down ServiceNow’s Q3 FY25 earnings call, highlighting 22% revenue growth, strong subscription performance, and a bold AI roadmap. With Now Assist and Pro Plus deals gaining traction, and CRM commentary heating up between McDermott and Benioff (Salesforce, CEO), this episode is a must-watch for customers preparing for ServiceNow renewals or considering in-term upgrades and purchases. Ke...

In this episode of  Insights for IT Negotiations , host Kylie Chisholm is joined by Adam Mansfield, UpperEdge’s Salesforce Practice Leader, to unpack everything from Dreamforce 2025. They dive into how Salesforce’s Agentic Enterprise Licensing Agreement (AELA) is reshaping enterprise licensing, the emphasis on AI and “Agentforce,” and what all this means for you as a Salesforce customer approachin...

During Dreamforce, Salesforce announced a new “unlimited” Agentic Enterprise Licensing Agreement (AELA) that promises unlimited use and simplicity at a set (and predictable) flat fee. But without proper transparency or post-term protections, Salesforce customers could be in for a world of hurt at the renewal time. In this quick take video, Adam breaks down what products are the focus (Agentforce,...

In this episode of Insights for IT Negotiations , host Kylie Chisholm talks with Adam Mansfield , UpperEdge’s Salesforce Practice Advisory Leader, about how customers can successfully prepare for upcoming Salesforce renewals . Adam discusses why many organizations are frustrated with Salesforce’s current direction, particularly its heavy focus on Agentforce and AI, while overlooking existing custo...